BEST PRACTICE SKILL SETS FOR SUCCESSFUL NEGOTIATORS
Years of on-going investigation into what separates successful negotiators from
their less effective peers have been consolidated into a robust success model that allows
you to replicate the approach, processes and behaviours of the exceptional negotiator.
The behaviours combined in this model are proven to work in all areas of negotiation,
whether used by sales negotiators, project implementers, buyers, contract negotiators or industrial relations practitioners.
Since it's your business results we'll be helping to improve, it's to your business that we'll tailor our approach.
But no matter what your business issues are, the research shows that some negotiation skills are fundamental to success:
CONTENT OF NEGOTIATION TRAINING
By the end of the workshop, participants will know and be able to apply the basic rules to negotiation:
- Sell first, then negotiate (but only if you have to!)
- Never concede, always trade
- Win/win is not 50:50
- Power is in the head
- Prepare and plan
- Identify and use your levers
- Logic is not persuasive
- Don’t just cut the pie: grow it
- Develop your behavioural skills
- Keep all the balls in the air till the end
- No deal is better than a bad deal
Strategies and tactics for win-win outcomes
Preparing for your negotiation by collecting data is standard practice – and rightly so, but planning how to use this data during your negotiation is crucial.
Best behaviour for successful relationships when negotiating
Knowing how to maintain a positive climate, resolve stalemate and defuse difficult situations can be the difference between success and failure.
Creative bargaining for creating value
Compromise may be adequate, but effective bargaining can offer more to both parties than they would have otherwise attained.
Effective processes for agreeing mandates
Many delegates on our negotiation programmes tell us that getting an internal mandate allowing them to trade effectively is one of the biggest problems they face.
TARGET AUDIENCE
The employees in your organization who have to lead negotiations, whether internally or externally. Anybody looking for a win/win outcome.